Territory Development Manager (Req# Sales003)

Aruba Summary:

AirWave Wireless, Inc. develops WLAN software solutions that make wireless networks as manageable and secure as wireline networks. The company's AirWave Management Suite enables an IT organization to manage a large WLAN efficiently from a central console, greatly reducing the cost of maintaining a wireless network and dramatically improving network performance. AirWave's software is being used by leading IT organizations at Fortune 500 enterprises, major universities, and other prominent institutions.

Responsibilities:

Primary responsibility is to generate and qualify sales opportunities for the AirWave Management Suite (AWMS) in North America. Additional responsibilities will include:

• Working with the AirWave Strategic Alliances Director, authorized system integrators and reseller partners to close these opportunities
• Performing web demonstrations (acting as the primary AirWave product specialist) for internal sellers
• Following up with prospects from other lead generation activities
• Light-to-moderate travel for trade shows, small presentations, and partner seminars.

Background:

• Minimum 4+ years inside or channel sales (business-to-business, consultative, multi-step sales cycle).
• Heavy cold calling experience with a strong background in networking (especially 802.11) technologies preferred.
• Experience selling highly technical solutions to IT Managers, Directors, and to channels is preferred.
  

Job Requirements:

• Possess excellent verbal (over the telephone) and written communication skills
  
• 90% of customer, prospect, and partner interaction will be over the phone
  
• Address objections and technical barriers to adoption
  
• Understand and document the wireless LAN needs and plans within the Federal sector, and organizationally, through systems integrators, and distributors.
  
• Successfully meet and exceed sales goals.
  
• Have working knowledge of how to sell into the Federal or state/local accounts.
  
• Help manage and support the large systems integration and managed-service-provider channels.
  
• Use computer skills and database update experience
  
• Present the AirWave solution and close sales opportunities

Compensation:

• The territory development manager will receive a competitive base compensation, quarterly commissions, and standard benefits.

We offer:

• Competitive salary
• Company stock options
• Highly challenging and rewarding environment
• Ability to impact the business

As an equal opportunity employer, we hire without consideration to race, religion, creed, color, national origin, age, gender, sexual orientation, marital status, veteran status or disability.

If you want to have a real impact on our success, we would like to talk with you.

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